SAQA All qualifications and part qualifications registered on the National Qualifications Framework are public property. Thus the only payment that can be made for them is for service and reproduction. It is illegal to sell this material for profit. If the material is reproduced or quoted, the South African Qualifications Authority (SAQA) should be acknowledged as the source.
SOUTH AFRICAN QUALIFICATIONS AUTHORITY 
REGISTERED UNIT STANDARD THAT HAS PASSED THE END DATE: 

Negotiate an agreement or deal in an authentic work situation 
SAQA US ID UNIT STANDARD TITLE
13948  Negotiate an agreement or deal in an authentic work situation 
ORIGINATOR
SGB Generic Management 
PRIMARY OR DELEGATED QUALITY ASSURANCE FUNCTIONARY
-  
FIELD SUBFIELD
Field 03 - Business, Commerce and Management Studies Generic Management 
ABET BAND UNIT STANDARD TYPE PRE-2009 NQF LEVEL NQF LEVEL CREDITS
Undefined  Regular-Fundamental  Level 4  NQF Level 04  5 
REGISTRATION STATUS REGISTRATION START DATE REGISTRATION END DATE SAQA DECISION NUMBER
Passed the End Date -
Status was "Reregistered" 		 2018-07-01  2023-06-30  SAQA 06120/18 
LAST DATE FOR ENROLMENT LAST DATE FOR ACHIEVEMENT
2026-06-30   2029-06-30  

In all of the tables in this document, both the pre-2009 NQF Level and the NQF Level is shown. In the text (purpose statements, qualification rules, etc), any references to NQF Levels are to the pre-2009 levels unless specifically stated otherwise.  

This unit standard does not replace any other unit standard and is not replaced by any other unit standard. 

PURPOSE OF THE UNIT STANDARD 
This unit standard is intended as part of a qualification for managers of small businesses and junior managers of business units in larger organisations. The term business unit in this unit standard implies a small business, cost centre, section or department. The unit standard could be useful for any employee who is involved in situations where negotiation skills are required.

Junior managers include, but are not limited to team leaders, supervisors, first line managers and section heads. The positionor term is used to describe the first level of management in an organisation at which an employee has other employees reporting to him/her.

The qualifying learner is capable of:
  • Explaining the need for negotiation skills in business.
  • Explaining the steps in the negotiation process.
  • Applying the steps in the negotiation process to an authentic situation.
  • Explaining strategies that could be used in negotiation. 
    		•

    LEARNING ASSUMED TO BE IN PLACE AND RECOGNITION OF PRIOR LEARNING 
    There is open access to this unit standard.

    Learners should be competent in Communication and Mathematical Literacy at NQF Level 3. 

    UNIT STANDARD RANGE 
  • For the purpose of this unit standard the term business unit is used to mean a cost center, department or small business.
  • Steps in the negotiation process include preparation, presentation, probing, bargaining and closing.
  • Different types of closure include, but are not limited to, concession close, summary close, adjournment close, or-else close and either-or close. 
    		•

    Specific Outcomes and Assessment Criteria: 

    SPECIFIC OUTCOME 1 
    Explain the need for negotiation skills in business. 

    ASSESSMENT CRITERIA     

    ASSESSMENT CRITERION 1 
    1. Reasons why managers need negotiation skills are indicated with reference to the changing nature of the workplace and democratisation. 

    ASSESSMENT CRITERION 2 
    2. The kind of decisions that lower level managers are required to negotiate is identified with reference to the management structure of organisation and labour legislation. 

    SPECIFIC OUTCOME 2 
    Explain the steps in the negotiation process. 

    ASSESSMENT CRITERIA     

    ASSESSMENT CRITERION 1 
    1. The steps used in negotiation are named and explained in terms of what is entailed at each step. 

    ASSESSMENT CRITERION 2 
    2. Reasons why negotiations fail are listed and an indication is given of what negotiators can do to facilitate a mutually satisfactory solution. 

    ASSESSMENT CRITERION 3 
    3. The abilities needed by skilled negotiators are identified and an indication is given of how each ability can contribute to the success or failure of a negotiation and at what stage of the negotiation each skill may be required. 

    SPECIFIC OUTCOME 3 
    Apply the steps in the negotiation process to an authentic work situation. 

    ASSESSMENT CRITERIA     

    ASSESSMENT CRITERION 1 
    1. The concepts of "favoured outcome', "settlement point" and "point beyond which you cannot g" are explained for a selected scenario. 

    ASSESSMENT CRITERION 2 
    2. The disadvantages to each party for each position are considered prior to meeting. 

    ASSESSMENT CRITERION 3 
    3. Possible points that the other party might raise are anticipated and a possible response to each identified point is considered for the selected scenario. 

    ASSESSMENT CRITERION 4 
    4. A proposal is presented and a clear indication is given of what is and what is not on the table for a selected scenario. 

    ASSESSMENT CRITERION 5 
    5. A point-by-point summary of the proposal is compiled to ensure that both parties have a common understanding of the nature and extent of the proposal. 

    ASSESSMENT CRITERION 6 
    6. Questions are asked to build common ground and establish the existence of any hidden agendas. 

    ASSESSMENT CRITERION 7 
    7. Shared interests, opportunities for cooperation and common principles are identified in order to facilitate negotiation. 

    ASSESSMENT CRITERION 8 
    8. A position is amended without sacrificing fundamental interests for a selected scenario. 

    ASSESSMENT CRITERION 9 
    9. Questions are asked for clarification and explanation. 

    ASSESSMENT CRITERION 10 
    10. Questions are asked to test understanding and to summarise understanding of a position. 

    ASSESSMENT CRITERION 11 
    11. Demands of the other party are analysed and a concession is proposed for a selected scenario. 

    ASSESSMENT CRITERION 12 
    12. The negotiation is closed for a selected scenario. 

    SPECIFIC OUTCOME 4 
    Explain strategies that could be used in negotiation. 

    ASSESSMENT CRITERIA     

    ASSESSMENT CRITERION 1 
    1. Tactics that can be used to delay a negotiation are described with examples. 

    ASSESSMENT CRITERION 2 
    2. Methods that can be used to break a deadlock are explained with examples. 

    ASSESSMENT CRITERION 3 
    3. Different types of closure are identified and an indication is given of when each is suitable. 


    UNIT STANDARD ACCREDITATION AND MODERATION OPTIONS 
    Assessment of this Unit Standard should be contextual and practical.
  • Assessors must be registered as assessors with the Services ETQA or an ETQA that represents the sectors in which the learner is employed.
  • Moderators must be registered as assessors with the Services ETQA, or with an ETQA that has a Memorandum of Understanding with the Services ETQA.
  • The mechanisms and requirements for moderation should be applied in accordance with the requirements of the relevant ETQA.
  • Assessment should include both formative and summative assessment.
  • Training providers must be accredited by the Services ETQA or with an ETQA that has a Memorandum of Understanding with the Services ETQA. 
    		•


    Critical Cross-field Outcomes (CCFO): 

    UNIT STANDARD CCFO IDENTIFYING 
    Learners are able to make decisions in identifying deciding on a position, anticipating responses from the other party, conceding in negotiation and closing a negotiation. 

    UNIT STANDARD CCFO COLLECTING 
    Learners are able to collect, organise and evaluate information in preparing for negotiation and asking questions of the other party. 

    UNIT STANDARD CCFO COMMUNICATING 
    Learners are able to communicate effectively and responsibly in negotiating in a selected scenario. 

    UNIT STANDARD CCFO DEMONSTRATING 
    Learners are able to demonstrate an understanding of the world as a set of related systems when recognising relation between the democratisation of the workplace and the need for negotiation skills. 

    REREGISTRATION HISTORY 
    As per the SAQA Board decision/s at that time, this unit standard was Reregistered in 2012; 2015. 

    QUALIFICATIONS UTILISING THIS UNIT STANDARD: 
      ID QUALIFICATION TITLE PRE-2009 NQF LEVEL NQF LEVEL STATUS END DATE PRIMARY OR DELEGATED QA FUNCTIONARY
    Core  49021   Further Education and Training Certificate: Debt Recovery  Level 4  NQF Level 04  Passed the End Date -
    Status was "Reregistered"     		 2023-06-30  FASSET 
    Core  61450   Further Education and Training Certificate: Film and Television Production Operations  Level 4  NQF Level 04  Passed the End Date -
    Status was "Reregistered"     		 2023-06-30  MICTS 
    Core  49120   Further Education and Training Certificate: Film, Television and Video Production Operations  Level 4  NQF Level 04  Passed the End Date -
    Status was "Registered"     		 2007-12-02  Was MICTS until Last Date for Achievement 
    Core  58063   Further Education and Training Certificate: Labour Recruitment Services  Level 4  NQF Level 04  Passed the End Date -
    Status was "Reregistered"     		 2023-06-30  SERVICES 
    Core  65110   Further Education and Training Certificate: Management  Level 4  NQF Level 04  Passed the End Date -
    Status was "Reregistered"     		 2009-03-14  As per Learning Programmes recorded against this Qual 
    Core  66249   Further Education and Training Certificate: New Venture Creation  Level 4  NQF Level 04  Passed the End Date -
    Status was "Reregistered"     		 2023-06-30  SERVICES 
    Core  36436   National Certificate: Local Economic Development  Level 4  Level TBA: Pre-2009 was L4  Passed the End Date -
    Status was "Reregistered"     		 2023-06-30  LG SETA 
    Elective  93997   National Certificate: Contact Centre and Business Process Outsourcing Support  Level 3  NQF Level 03  Passed the End Date -
    Status was "Reregistered"     		 2023-07-30  As per Learning Programmes recorded against this Qual 
    Elective  83946   National Certificate: Management  Level 3  NQF Level 03  Passed the End Date -
    Status was "Reregistered"     		 2023-07-30  As per Learning Programmes recorded against this Qual 
    Elective  66349   Further Education and Training Certificate: General Forestry  Level 4  NQF Level 04  Passed the End Date -
    Status was "Reregistered"     		 2015-06-30  FPMSETA 
    Elective  65989   Further Education and Training Certificate: Human Settlements Development  Level 4  NQF Level 04  Passed the End Date -
    Status was "Reregistered"     		 2023-06-30  CETA 
    Elective  58800   Further Education and Training Certificate: Project Support Services  Level 4  NQF Level 04  Passed the End Date -
    Status was "Reregistered"     		 2023-06-30  SERVICES 
    Elective  48883   Further Education and Training Certificate: Small Business Advising (Information Support)  Level 4  NQF Level 04  Passed the End Date -
    Status was "Reregistered"     		 2023-06-30  SERVICES 
    Elective  57428   Further Education and Training Certificate: Youth Development  Level 4  NQF Level 04  Passed the End Date -
    Status was "Reregistered"     		 2023-06-30  ETDP SETA 
    Elective  48640   National Certificate: Financial Services Management  Level 4  Level TBA: Pre-2009 was L4  Passed the End Date -
    Status was "Reregistered"     		 2023-06-30  INSETA 
    Elective  48669   National Certificate: Live Event Technical Production  Level 4  Level TBA: Pre-2009 was L4  Passed the End Date -
    Status was "Reregistered"     		 2023-06-30  CATHSSETA 
    Elective  48671   National Certificate: Music Industry: Sound Technology  Level 5  Level TBA: Pre-2009 was L5  Passed the End Date -
    Status was "Reregistered"     		 2023-06-30  MICTS 
    Elective  97228   National Certificate: Paralegal Practice  Level 5  NQF Level 05  Passed the End Date -
    Status was "Reregistered"     		 2023-06-30  As per Learning Programmes recorded against this Qual 
    Elective  49023   National Diploma: Liaison Interpreting  Level 5  NQF Level 05  Passed the End Date -
    Status was "Reregistered"     		 2023-06-30  QCTO 
    Elective  48784   National Diploma: Translation  Level 5  NQF Level 05  Passed the End Date -
    Status was "Reregistered"     		 2018-12-31  CHE 


    PROVIDERS CURRENTLY ACCREDITED TO OFFER THIS UNIT STANDARD: 
    This information shows the current accreditations (i.e. those not past their accreditation end dates), and is the most complete record available to SAQA as of today. Some Primary or Delegated Quality Assurance Functionaries have a lag in their recording systems for provider accreditation, in turn leading to a lag in notifying SAQA of all the providers that they have accredited to offer qualifications and unit standards, as well as any extensions to accreditation end dates. The relevant Primary or Delegated Quality Assurance Functionary should be notified if a record appears to be missing from here.
     
    1. ABBA THEKGA CONSULTING 
    2. ADVANCED RISK SOLUTIONS 10000 (PTY) LTD 
    3. AFRIC POLICING INSTITUTE 
    4. AFRICAN MULTISKILLS DEVELOPMENT AND TRAINING 
    5. Amabamba Recruitment 
    6. Amaqamu Project Management and Consulting 
    7. ARKE LEGAL ADVISORS 
    8. AVAX SA 481 CC. T/A Mandisa Development Services 
    9. Avenida (Pty) Ltd 
    10. B T Group of Companies Pty Ltd 
    11. Bavelile Consultants and Training 
    12. BITLINE SA 368 CC 
    13. BLC Entertainment 
    14. BOLTON BUSINESS COLLEGE & COMPUTER STUDIES 
    15. Breakeven 59(PTY) Ltd 
    16. Brilliant Affairs 
    17. Bull's Business and Skills Training Institute 
    18. Central Institute of Professional Studies and Services 
    19. Chithi Holdings 
    20. COLLINS SEBOLA FINANCIAL SERVICES (PTY) 
    21. CRANE INTERNATIONAL ACADEMY DURBAN 
    22. CRANE INTERNATIONAL ACADEMY MIDDLEBURG 
    23. CRANE INTERNATIONAL BURGERSFORT 
    24. CRANE SKILLS TRAINING ACDEMY INTERNATIONAL 
    25. Department Of Justice (head Office) 
    26. Dintshang Trading 
    27. Dru-A Professional Training Consultancy 
    28. E E L PROTECTION SERVICES 
    29. EDUTEL SKILLS DEVELOPMENT PTY LTD 
    30. Edutraining Business College 
    31. ELASON PRO-ACTIVE SECURITY (PTY) LTD 
    32. Employ and Empower Deaf (Pty) Ltd 
    33. ENGIE SECURITY SERVICES TRAINING AND DEVELOPMENT CENTRE PTY LTD 
    34. Epitome Villa (Pty)Ltd 
    35. EYETHU NATIONAL COMPUTER COLLEGE PTY LTD 
    36. Facilitation Development (PTY) LTD 
    37. FILM Mentorship & Training SA 
    38. Giamanje TVET College 
    39. Glentech Innovative Design Concepts 
    40. Greater Tzaneen Community Foundation 
    41. GREEN MARKET SQUARE T/A SA LAW SCHOOL PRETORIA 
    42. HILLCROSS BUSINESS SCHOOL (PTY 
    43. HJN POLOKWANE BRANCH PTY LTD 
    44. HJN PROTORIA BRANCH 02 
    45. HJN TRAINING CC 
    46. Ikhwezi Training Institute (Pty) Ltd 
    47. Information Technology Resource Centre 
    48. IQ Skills Academy (PTY) LTD. 
    49. Jabukile Consultancy 
    50. Jeppe College of Commerce and 
    51. JEPPE COLLEGE OF COMMERCE AND COMPUTER 
    52. Jobafrik Consulting 
    53. Josmap Training Institute 
    54. K Boneng Consulting Services P 
    55. Kitso Bokamoso Training Solution 
    56. Legaelamatlo Development and Projects 
    57. Legal Environment Safety & Health Requirements cc 
    58. Leronsa Trading Enterprise 
    59. Lewerb Holdings (PTY) Ltd 
    60. Life Long ABET Consulting 
    61. LUCENT EDUCATION PTY LTD 
    62. Madingoane and Family Construction 
    63. Makhuba Development Projects CC 
    64. Makoti Skills Development Solutions 
    65. Mamuhle Academy 
    66. MANCOSA Pty (Ltd) 
    67. MANDULO FOUNDATION 
    68. MAS SAFE SECURITY CC 
    69. MENTORNET (PTY) LTD 
    70. Metanoia Ratings PTY LTD 
    71. MIDRAND TRAINING ACADEMY PTY LTD 
    72. Mortarboard Training Solutions 
    73. MY KIDS EMPIRE INVESTMENTS AND PROJECTS 
    74. N MAHARAJ ATTORNEYS 
    75. Nemalale Eagles Consultancy CC 
    76. Neopeo Trading & Projects 
    77. NETWORK FOR CAREER DEVELOPMENT 
    78. Networx for Career Development 
    79. Ntevho-Ketso Training and Recruitement Consultancy cc 
    80. NTI College 
    81. Ntsangalala Business Enterprise 
    82. OL Afrika Media 
    83. OXY TRADING 735 CC 
    84. Pachedu Skills Solutions 
    85. Pebetse Training and Consulting 
    86. Peo Entle HIV Wellness Management and Youth Skills Development NPO 
    87. PFIM Trading (Pty) Ltd 
    88. Pitt Institute T/A Imithombo Institute 
    89. PMA Holdings (PTY ) LTD. 
    90. Posh Multimedia 
    91. Professional Development and Training Institute (Pty) Ltd 
    92. Progressive School of Business and Engineering (Pty) 
    93. PTDEV (Pty) Ltd 
    94. Q-NOTE DIGITAL MUSIC ACADEMY 
    95. QUBELISA MTIYA SKILLS DEVELOPMENT ACADEMY (PTY) LTD 
    96. Radio Active Productions Publi 
    97. RAMAZWI SECURITY SERVICES CC 
    98. Redefined Skills Training & Development (Pty) Ltd 
    99. Reflections Development Institute 
    100. Regent Business School (Pty) Ltd t/a Regent Business School 
    101. Resonance Institue of Learning 
    102. Resonance Institute of Learning 
    103. Retshetse Training Project 
    104. RI A LINDA SECURITY SOLUTIONS 
    105. SA PROTECTION AND SECURITY UNIT (PTY) LTD 
    106. SDC Security and Safety Pty Ltd 
    107. Sebenzisanane Human Capital 
    108. SHAMARIAH SECURITY AND TRAINING 
    109. Silalele Consulting CC. 
    110. SIYANIVIKELA SECURITY SERVICES 
    111. Siza Nesu Training and Consultants 
    112. South African Corporate Training Association 
    113. SOUTH AFRICAN LAW SCHOOL 
    114. SOUTH AFRICAN LAW SCHOOL RANDBURG 
    115. Southern African Youth Movement 
    116. T Mabuya & Associates CC 
    117. Tachfin Holdings 
    118. TAMASA TRAINING PTY LTD 
    119. Tasc Business Consulting and Training 
    120. Tau and Tau Training Enterprises Pty Ltd 
    121. Thabelanang t/a Thabelanang Trading Enterprise 
    122. THE GMC GROUP PTY LTD 
    123. The Institute of Paralegal Practice Development and Research 
    124. Thinking Mind Trading 
    125. Thuto-Botshabelo Training and Projects (Pty) Ltd 
    126. Transafric Consulting Pty Ltd 
    127. Tshwane Training Institute (PTY) LTD. 
    128. Ulwazi Training & Development 
    129. Umqondo Consultancy 
    130. UNIVERSITY OF BUSINESS EXCELLENCE(PTY)LTD 
    131. University of Venda 
    132. UNLOCK INNOVATIONS (PTY) LTD 
    133. Varsity Institute of Science & Technology (Pty)Ltd 
    134. VCK TRAINING AND TECHNICAL SERVICES PTY LTD 
    135. VEB CELE & ASSOCIATES PTY LTD 
    136. VISHAL JUNKEEPARSAD AND COMPANY INC 
    137. VPK BUSINESS VENTURE C C 
    138. VUTHLARI MARKETING CONSULTING 


    All qualifications and part qualifications registered on the National Qualifications Framework are public property. Thus the only payment that can be made for them is for service and reproduction. It is illegal to sell this material for profit. If the material is reproduced or quoted, the South African Qualifications Authority (SAQA) should be acknowledged as the source.